As an entrepreneur or small business owner, you understand the importance of marketing. You know that it is essential to getting your message out, building your brand, and creating more opportunities for growth. But if you don’t have an in-house marketing team and don’t have the time or resources to […]
Traditional selling techniques of pitching, explaining and convincing produce buyer resistance. Unless the buyer believes everything the rep is sharing and is essentially already sold on the solution there will be resistance. This happens when the buyer listens and then decides whether they agree with the person or not. When […]
In a recent PSA MN presentation, I discussed the Emotional and Psychological challenges that face salespeople, as well as how individuals can use Emotional PPE — Resiliency, Realistic Optimism and Positive Actions — to overcome those challenges. Workplace Culture also plays a role in decreasing — or increasing — these […]
It’s ‘game on’ in the virtual environment, as the world still hesitates to return to normal. Don’t worry, whenever norms and patterns get blow apart, it has a tendency to return to normal, but not necessarily the same normal that it was. The new normal will emerge as a fusion, […]
Sales will always be filled with uncertainties. Even our most researched, and economically sound forecasts can be turned upside down overnight. We must always be prepared to create breakthroughs, and expand our capacities, no matter what. That’s why the 5 Success Mindsets, contained in this one question, are so simple […]
The amateur tends to embellish or construe what they assume conveniently to be a positive or yes in the buying process. In reality, a prospect’s verbiage may include, in its most promising form, a maybe. We can’t cash checks from maybe. We don’t earn the opportunity or seal the commitment […]
So, like many people, I have a habit of finding ways to avoid prospecting. For example: Did you know that there is a website available to create acronym’s from words? It’s nameacronym.net. The acronym for my name? A – Awesome N – Novel N – Nurturing E – Energetic T […]
As organizational hierarchy has flattened and cross-functional teams are increasingly responsible for getting the work done, everyone needs to be able to influence. In fact, last week a human resources manager told me that influencing makes up almost his entire job. “Every now and then I have to tell people they can’t or have […]
By Bill Hellkamp Looking at the caller ID on your phone you see that it’s the salesperson from one of your suppliers. Brad’s not a bad guy but you know he’s going to ask for a visit and you’re very busy. The meeting will start with the normal pleasantries, and […]
by Erik Therwanger, Author and Creator of the Think GREAT® Collection 2020 is approaching fast and every organization is taking a closer look at their sales goals for the New Year! I ask a simple question what I speak to sales professionals and sales leaders. “If sales were an Olympic […]
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